Microsoft

Builds workplace software, PCs and cloud services

Strategic Account Executive

Account ManagementConfirmed live in the last 24 hours

Full-time$133k - $239.8k /yrRemote

About the Job

Requirements

A Bachelor's degree and 10 or more years of industry experience and/or experience driving digital transformation, or a Master's degree and 9 or more years of such experience, or 13 or more years of such experience, or equivalent experience.
At least 6 years of experience making recommendations to and/or collaborating with mid-to-senior-level executives.
At least 8 years of experience closing large, complex agreements or deals.
Must have an active U.S. Government Top Secret security clearance and meet Microsoft, customer, and/or government security-screening requirements.
Must pass clearance verification before an employment offer and pass the Microsoft Cloud background check upon hire or transfer and every two years thereafter.
U.S. citizenship is required and will be verified due to citizenship-based legal restrictions.
Preferred: experience working with the U.S. Joint Force, Combatant Commands, and Department of Defense agencies, including at strategic levels inside the Pentagon.
Preferred: a Bachelor's degree and 13 or more years of industry experience and/or experience driving digital transformation, or a Master's degree and 11 or more years of such experience, or equivalent experience.

Responsibilities

Develop and apply a dynamic multi-year customer account plan to manage a sustainable, long-term business portfolio.
Lead strategies for the assigned account that generate high-volume sales and open opportunities for Microsoft and partners, aligned with goals, budgets, and forecasts.
Solicit feedback on customer needs, products, and features, then develop targeted customer strategies.
Understand customer business models and articulate growth opportunities, using industry expertise to shape the broader ecosystem.
Influence internal and external stakeholders and resources to drive customer change, enhance team capabilities, improve Microsoft offerings, and adapt messaging for the assigned account.
Lead internal and external partners, including vertical industry partners and technical decision makers, in developing and promoting tailored account plans that grow sales and partner impact.
Collaborate with the organization and partners in discussions that affect the broader ecosystem, including legislative efforts.
Expand networks of internal and external partners and decision makers to execute core tasks and account transactions and provide comprehensive account management.
Orchestrate account strategy execution, increase revenue potential, and create opportunities for Microsoft and its partners while aligning with goals, budgets, and forecasts.
Lead and coordinate diverse teams, including industry experts, in account-plan execution through prioritization and delegation, and drive accountability for delivering plans and growing the account.
Use industry experts' knowledge of industry trends, competitors, and customer priorities, together with knowledge of Microsoft's offerings, to inform internal teams, influence customer capabilities, drive competitive solutions, and grow the account team.
Develop a comprehensive understanding of customer business needs, priorities, strategies, and industry insights.
Anticipate customer needs, provide insights on business strategy, and educate customers on ways to address needs jointly.
Demonstrate differentiated long-term customer value, guide colleagues in developing deeper customer knowledge, and deliver solutions into the customer's long-term business strategy.
Build stakeholder relationships and use Microsoft sales strategies across the customer's organization to secure buy-in and execution.
Expand strategic customer relationships to increase customer impact and broaden engagement across the organization.
Orchestrate solutions that enable digital transformation and deliver business value to assigned accounts.
Develop strategies that demonstrate the value of Microsoft's cloud offerings and are grounded in industry trends, account needs, and customer expectations.
Bring the broader ecosystem together with customers to explore how to increase value for their customers.
Create long-term strategies that build customer loyalty and are difficult for competitors to overcome.
Anticipate customer satisfaction risks, identify root causes, remove blockers, and establish recovery plans to improve the customer experience.
Build customer trust and loyalty by providing current insights, constructively challenging customers, and introducing ideas relevant to their business strategy.
Enable customers to provide feedback directly to executives, establish open feedback channels, provide executive sponsorship, and direct colleagues to address feedback through the One Microsoft approach.
Use customer-business knowledge and engage Microsoft decision makers to advance customer strategy, goals, and optimization.
Influence account decision makers to increase customer budget allocated to Microsoft and tailor solutions to customer key performance indicators.
Act as a trusted advisor to C-level decision makers by bringing innovative ideas and industry expertise.
Mobilize and mentor account-management teams and relevant internal stakeholders to build strong partnerships with account decision makers.
Use sales strategies and tools to meet business needs and identify opportunities; build relationships to create and expand customer opportunities.
Identify and qualify strategic opportunities within accounts, guide customers in identifying opportunities, and use customer and industry relationships and consultative selling skills to develop new business.
Create a partner ecosystem and empower team members to identify opportunities by modeling effective practice and setting a clear team vision.
Use business cases to create and present value propositions and specialized customer business plans that connect account decision makers with Microsoft solutions and generate opportunities.
Articulate Microsoft's and partners' points of view and build connections across customer organizations to influence purchase decisions and increase engagement, using relevant tools and resources such as LinkedIn.
Use relationships to address complex political blockers and advance customer execution.
Apply strategic, industry-focused business insights and opportunities to create long-term competitive advantage for customers.
Participate in strategic discussions, articulate ideas that evolve customer business models, apply Microsoft capabilities to complex customer problems, and advance holistic digital initiatives between Microsoft and customers.

Desired Qualifications

Experience working with the U.S. Joint Force, Combatant Commands, and Department of Defense agencies, including at strategic levels inside the Pentagon.
A Bachelor's degree and 13 or more years of industry experience and/or experience driving digital transformation, or a Master's degree and 11 or more years of such experience, or equivalent experience.

Overview

Manages the development and application of a dynamic customer plan based on proven methodologies to manage a sustainable, long-term business portfolio Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation). Leverages close relationships with leaders (C-level executives) of the assigned account and the broader ecosystem to shape long-term strategic direction and influence business metrics. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations. Leverages internal network of industry experts to strengthen knowledge of the industry, competitors, and customer business priorities and leverages in-depth knowledge of Microsoft's offerings to share knowledge internally, influence customers' business capabilities, drive more solutions, and enhance growth of the account team.

Responsibilities

Account Management

Manages the development and application of a dynamic multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio. Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.

Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates an understanding of the customer's business model to articulate growth opportunities, leveraging industry expertise to shape ecosystem. Influences relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to the assigned account.

Leads efforts with key internal and external partners and business including vertical industry partners with technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging deep relationships, influence, and industry expertise. Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation).

Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions and to provide a comprehensive account management experience.

Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads and coordinates a diverse team (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise.

Competitive Knowledge

Leverages internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce) and customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of Microsoft's offerings (e.g., product landscape, solutions, strategy to address customer needs) to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team.

Customer Engagement

Proactively develops a strong, comprehensive understanding of customer's business needs, priorities, strategies, and industry insights. Anticipates customer's needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. Shows long-term differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall long-term business strategy.

Proactively elevates stakeholder relationships and uses Microsoft sales strategies through multiple levels of the customer's organization to secure buy-in and execution. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.

Sales Excellence

Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations. Brings greater ecosystem together with the customer to discuss how to enrich customer's value to their customers.

Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. Enables customers to provide feedback directly to executives to help transform account space by establishing open communication channels for feedback, providing executive sponsorship, and providing direction to others to ensure customer feedback is addressed through One Microsoft approach.

Leverages understanding of customer business and engages Microsoft decision makers to drive customer's strategy, goals, and optimization. Engages and influences decision makers of the account (leaders, executives) to position Microsoft to increase customer's budget allocated to Microsoft, and tailor solutions that satisfy customers' Key Performance Indicators (KPIs).

Earns and maintains status as a trusted advisor to C-level business decision makers of the assigned account by bringing innovative ideas and leveraging industry expertise. Mobilizes and mentors the account management team and relevant internal stakeholders with deep industry expertise to build deep partnerships with decision makers of the assigned account. Leverages best-in-class sales and communication strategies and tools to meet business needs and identify new opportunities. Builds new relationships to create new opportunities and expand relationships within the customer.

Creates and qualifies new opportunities by identifying strategic opportunities (e.g., large, long-term) within accounts and guiding the customer on how to best identify new opportunities, leveraging deep customer and industry relationships and consultative selling skills. Drives new business opportunities across the team by creating a partner ecosystem, and empowers team members to find new opportunities by acting as a role model and by setting a clear vision and energy for the team to drive towards.

Uses business cases to develop and present compelling value proposition presentations and specialized business plans for customers that showcase Microsoft's products and solutions to connect decision makers in the account to the broader Microsoft solutions, provide thought leadership to guide others on tailoring presentations, and generate new opportunities.

Strategic Thinking

Articulates Microsoft's and partners' point of view and creates deep connections with decision makers throughout multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn). Leverages relationships to address complex political blockers and drive execution for the customer.

Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer.

Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model, using Microsoft capabilities to solve customer's complex business problems. Drives strategic initiatives to promote a more holistic digital approach between Microsoft and the customer.

Qualifications

Required Qualifications

Bachelor's Degree AND 10+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR Master's Degree AND 9+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR 13+ years experience in working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience.

6+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.

8+ years experience closing large, complex agreements/deals.

Other Requirements

Security Clearance Requirements: Candidates must be able to meet Microsoft, customer and/or
government security screening requirements are required for this role. These requirements include,
but are not limited to the following specialized security screenings:
The successful candidate must have an active U.S. Government Top Secret Security Clearance.
Ability to meet Microsoft, customer and/or government security screening requirements are
required for this role. Failure to maintain or obtain the appropriate clearance and/or customer
screening requirements may result in employment action up to and including termination.
Clearance Verification: This position requires successful verification of the stated security
clearance to meet federal government customer requirements. You will be asked to provide
clearance verification information prior to an offer of employment.
Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud
background check upon hire/transfer and every two years thereafter.
Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due
to citizenship-based legal restrictions. Specifically, this position supports United States federal,
state, and/or local United States government agency customer and is subject to certain
citizenship-based restrictions where required or permitted by applicable law. To meet this legal
requirement, citizenship will be verified via a valid passport, or other approved documents, or
verified US government Clearance

Preferred Qualifications

Experience working in/with U.S. Joint Force, Combatant Commands, and Department of Defense agencies as well as at strategic levels inside the Pentagon

Bachelor's Degree AND 13+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR Master's Degree AND 11+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience.

Strategic Account Management IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

About the Company

Microsoft

Builds workplace software, PCs and cloud services

Microsoft builds workplace software, operating systems and cloud infrastructure for consumers, businesses and government agencies, from small organizations to global enterprises. Microsoft 365 combines Word and Excel with Teams communication and Copilot AI features, while Windows runs PCs and Surface supplies the company's own computers. Azure rents computing capacity, storage and databases to build and run web applications. Microsoft also sells Xbox consoles and games, collecting revenue through software licenses, subscriptions, usage charges and product sales. Founded in 1975 by Bill Gates and Paul Allen, Microsoft is headquartered in Redmond, Washington.

Company size: 10,001+
Company stage: IPO
Headquarters: Redmond, WA
Founded: 1975

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